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If you've ever struggled to come up with meaningful gifts, memorable client experiences, or even remember the little details that matter most to your clients, this episode is for you. In this Efficient Friday episode, Libby dives into the power of building a Client Intel Process—a simple but powerful system for gathering, storing, and using personal information to deepen relationships and create remarkable client experiences.
More importantly, she shares the common mistakes advisors make when collecting client intel and how to avoid turning something thoughtful into something transactional. Based on conversations from a live Q&A with advisors inside The First 100 Days course, this episode will help you create more authentic connections with clients while using process to support—not replace—the human element of your practice.
In this episode, you'll learn:
- Why asking clients to fill out a questionnaire about their preferences can actually diminish the impact of future gifts and gestures
- How to gather meaningful client intel naturally through conversations, observation, and the practice of "double-clicking"
- Creative ways to use personal information to surprise, delight, and strengthen client relationships throughout the year
- How to build a simple process for capturing and accessing client intel so no important details get lost over time
The best client experiences aren't built on expensive gifts or elaborate gestures. They're built on making people feel seen, known, and valued. By creating a thoughtful Client Intel Process, advisors can use systems and processes to deepen human connection, strengthen trust, and create experiences clients remember long after the financial planning conversation ends.